Main Drumroll: We’re excited to welcome Jim Smittkamp as our Chief Income Officer as we embark on the following section of our progress journey!
Jim joins us from Fivetran, considered one of our esteemed companions, the place he was their Chief Income Officer and notably helped scale the corporate’s ARR from $5 million to $250 million. His profound impression at Fivetran underscores his distinctive functionality to drive substantial income progress and foster important strategic partnerships.
However that’s not what makes Jim particular.
And on this weblog submit, we wish to share with you what does. As founders, this might need been one of the vital troublesome searches we’ve ever carried out. Once we started our seek for a Chief Income Officer, we have been conscious about the heavy weight of duty that got here with the position.
At Atlan, we now have been extremely lucky to construct a product that individuals love (and need). We achieved almost 3X progress in 2023, exiting the 12 months as one of many few corporations to speed up progress regardless of a difficult macroeconomic local weather. Our aggressive win fee stands at 75%—a testomony to our product’s worth, as three out of each 4 information leaders select Atlan when in comparison with opponents. To not point out that, 85% of our clients strive Atlan earlier than they purchase.
The previous Chief Income Officer of ServiceNow, Dave Schneider, as soon as mentioned to me,
When you’ve gotten lightning in a bottle and buyer traction such as you do—it’s your responsibility to take your software program to each single potential potential buyer, in order that they make the appropriate shopping for determination.”
This recommendation crystallized the significance of discovering a frontrunner who may assist us fulfill our responsibility to information groups world wide.
“Obligation” is an evocative phrase at Atlan, one we maintain with the utmost seriousness. In our seek for a Chief Income Officer, it was essential to discover a chief who not solely resonated with however would additionally protect the distinctive DNA that defines Atlan. Beginning out as a knowledge group ourselves, we penned a manifesto even earlier than promoting our first product. This manifesto wasn’t simply phrases—it was a dedication to be the type of associate we ourselves had wanted throughout our early days as a knowledge group.
This dedication has formed each aspect of our operations—we stayed in stealth for a lot longer than most corporations do, until we have been certain that we had the appropriate product — one which drives real adoption in information groups. We’ve a bigger buyer expertise group than a gross sales group, which is just about unprecedented in SaaS corporations. We consider our job as serving to clients achieve success with their program, not simply promote them software program — resulting in the launch of Atlan College, Atlan Group and even management applications just like the DataOps Leaders program.
Our strategy to measuring success goes past standard metrics and we monitor natural “love moments” on our #wall-of-love on Slack. And these core beliefs: do what’s proper to your clients, and they’ll enable you to construct a fantastic enterprise, are coming true.
Once we surveyed our clients final 12 months to find what really units us aside, the response was unanimous and clear: “Companion, not vendor.” Over 90% of our clients come to Atlan inbound (sure, they discover us and wish to purchase Atlan).
Not Only a Chief, however a Steward of Tradition
All through our in depth search, I personally spoke with over 30 income leaders, every with a formidable background. Nonetheless, from our very first dialog, Jim stood out distinctly.
Why? As a result of Jim is greater than a gross sales chief; he’s a seasoned enterprise chief and a real firm builder. Sure, he belongs to that elite cadre of income leaders who haven’t solely demonstrated world-class operational rigor but in addition led income organizations via varied go-to-market phases—from scaling groups in early phases to main complicated partnership motions in mature enterprises, as evidenced by his impactful tenures at Fivetran and Gigya (acquired by SAP) — throughout quite a lot of enterprise fashions, from PLG to enterprise gross sales — and consumption based mostly pricing to SaaS subscriptions.
However what really units Jim aside is his extraordinary emotional intelligence. He has cultivated a singular gross sales tradition that’s based on belief and empathy. Throughout our reference checks, the accolades have been overwhelming.
Have your again kind management.”
I might go work for him once more in a heartbeat.”
This suggestions got here not simply from his direct stories, but in addition from account executives and front-line managers.
Furthermore, Jim extends his affect past simply main income groups; he builds corporations. His direct stories shared insights into his management type, a testomony to his potential to foster belief and progress inside his groups
He provides us studying assignments earlier than our offsites.”
Jim has a e book suggestion for the whole lot.”
And most significantly, Jim champions a first-principles strategy and he’s prepared to alter his thoughts when he’s fallacious. At Atlan, considered one of our core values is “Downside first, resolution second.” This philosophy compels us to completely perceive the challenges earlier than proposing options, setting apart trade norms and previous biases. This rigorous give attention to the issue can lead us to overtake our product roadmap and even problem our clients’ views in the event that they aren’t addressing the core points successfully.
Simply final month, Bryan and Andrew from our group suggested a potential shopper, who had accomplished a proof of worth with us and was able to buy, to carry off on shopping for Atlan. They identified that the shopper's customers didn’t face important sufficient challenges to warrant our resolution at the moment. The fast consequence was a loss in income, however the long-term end result was way more precious. This shopper now trusts us implicitly, figuring out that our dedication is at the beginning to their success, not simply to our backside line. And sometime, they may develop into a life-long buyer.
We wanted a frontrunner who’d protect that tradition. Jim is exactly that chief.
The “A-ha Second”
I nonetheless bear in mind the second when all of it clicked for me—that Jim was really meant to be at Atlan. It was March twelfth, throughout a buyer dinner on the Gartner Summit, and it was removed from unusual. At one desk, a bunch of knowledge fanatics have been participating in a spirited “information brawl,” laughing loudly as they debated the definition of “buyer.” Amidst this, a CIO I had by no means met earlier than pulled me apart.
We usually keep away from vendor occasions and dinners, however you aren’t only a vendor to us; you’re a associate. Your group is phenomenal, and we are going to go wherever to help you.”
One other chief took apart my cofounder, Varun, and me, expressing his concern,
I’m actually paranoid that you’re going to screw this up. What you’re constructing is actually particular. Don’t screw it up.”
As I appeared across the room, taking within the passionate debates and the sense of group amongst these leaders, I felt a profound sense of belonging. This “particular” factor we had constructed felt like dwelling. In that second, I used to be sure—Jim would match completely into this image.
Welcome dwelling, Jim! Let’s construct the house that information groups deserve.